Consumer behaviour: applications in marketing
Gespeichert in:
| Hauptverfasser: | , , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Los Angeles [u.a.]
Sage
2013
|
| Ausgabe: | 2. ed. |
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | Hier auch später erschienene, unveränderte Nachdrucke |
| Beschreibung: | X, 337 S. Ill., graph. Darst. |
| ISBN: | 9781446211236 9781446211229 |
Internformat
MARC
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| 100 | 1 | |a East, Robert |d 1940- |e Verfasser |0 (DE-588)135666384 |4 aut | |
| 245 | 1 | 0 | |a Consumer behaviour |b applications in marketing |c Robert East, Malcolm Wright and Marc Vanhuele |
| 250 | |a 2. ed. | ||
| 264 | 1 | |a Los Angeles [u.a.] |b Sage |c 2013 | |
| 300 | |a X, 337 S. |b Ill., graph. Darst. | ||
| 336 | |b txt |2 rdacontent | ||
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Datensatz im Suchindex
| _version_ | 1805072693378154496 |
|---|---|
| adam_text |
IMAGE 1
CONTENTS
LIST OF FIGURES LIST OF TABLES ABOUT THE AUTHOR ACKNOWLEDGEMENTS PREFACE
TO THE SECOND EDITION : X
XIV
XV XVI
SCVII
GUIDED TOUR XVIII
COMPANION WEBSITE
PART ONE
INTRODUCTION
TO CONSUMER BEHAVIOUR
1 THE IMPORTANCE OF UNDERSTANDING CONSUMER BEHAVIOUR DEFINING CONSUMER
BEHAVIOUR
CONSUMER BEHAVIOUR IN CONTEXT CONSUMER BEHAVIOUR AND THE MARKETING MIX
CONSUMERS AND RELATIONSHIP
MARKETING CONSUMERS AND MARKETING PLANNING ANTECEDENTS OF CONSUMER
BEHAVIOUR NEUROSCIENCE
PSYCHOLOGY SOCIOLOGY FURTHER READING REFERENCES
XXI
3
5 7
8
10
12
13 17 17 19 23 24
DRIVE, MOTIVATION AND
HEDONISM 27
INTRODUCTION DRIVE MOTIVATION
27 29 31
CLASSIFYING NEEDS 32
MOTIVATIONAL FACTORS 38
INDIVIDUAL FACTORS 40
MOTIVATIONAL CONFLICT 42
HEDONISM 43
UNDERSTANDING MOTIVATION 47 RESEARCH INTO MOTIVATION 47 FURTHER READING
51
REFERENCES 52
3 GOALS, RISK AND UNCERTAINTY 55
INTRODUCTION 55
GOALS 57
PROBLEMS WITH GOALS 60
INTERRUPTS 65
RISK AND UNCERTAINTY 66
HEURISTICS 69
WHAT HAPPENS IF IT GOES WRONG? 71 FURTHER READING 74
REFERENCES 74
4 PERSONALITY AND SELF-CONCEPT 77
INTRODUCTION 77
PERSONALITY 79
APPROACHES TO STUDYING PERSONALITY 79
TYPE APPROACH 82
TRAITS AND FACTORS 84
PSYCHOGRAPHICS 86
SELF-CONCEPT 87
FURTHER READING 97
REFERENCES 97
5 PERCEPTION 101
INTRODUCTION 101
ELEMENTS OF PERCEPTION 103 CREATING A WORLD-VIEW 105 PERCEPTION AND THE
BRAND 109 PERCEPTION AND STORE
ATMOSPHERICS 109
PERCEPTION AND CONSUMERS' CHARACTERISTICS 110
PERCEPTION AND BEHAVIOUR 111 COMBINING FACTORS 112
SUBLIMINAL PERCEPTION 114
IMAGE 2
VIII
CONSUMER BEHAVIOUR
COLOUR FURTHER READING REFERENCES
LEARNING INTRODUCTION DEFINING LEARNING STUDYING LEARNING THE NEED FOR
KNOWLEDGE
SOURCES OF CONSUMER KNOWLEDGE FURTHER READING REFERENCES
ATTITUDE FORMATION AND CHANGE INTRODUCTION DEFINING ATTITUDE
DIMENSIONS OF ATTITUDE ATTITUDE FORMATION ATTITUDE MEASUREMENT FUNCTIONS
OF ATTITUDES
ATTITUDE AND BEHAVIOUR PRIVATE VS. PUBLIC ATTITUDES ATTITUDE VS.
SITUATION ATTITUDE TOWARDS ADS VS.
ATTITUDE TOWARDS THE BRAND GENERAL VS. SPECIFIC ATTITUDES CHANGING
ATTITUDES FURTHER READING
REFERENCES
115 121 121
125
125 127 127 139
147 150 150
153
153 154 156 158 159 161
163 166 166
167 168 168 176
177
* *H PART THREE *
FURTHER READING REFERENCES
9 REFERENCE GROUPS
INTRODUCTION FORMATION OF REFERENCE GROUPS INFLUENCE OF REFERENCE GROUPS
MODELLING MECHANISMS OF PERSONAL INFLUENCE WORD OF MOUSE
FURTHER READING REFERENCES
10 THE FAMILY
INTRODUCTION DEFINING FAMILIES INFLUENCE OF CHILDREN ON BUYING DECISIONS
CHANGING NATURE OF THE FAMILY GENDER ROLES OTHER FUNCTIONS OF THE FAMILY
ROLES IN FAMILY CONSUMPTION FURTHER READING
REFERENCES
211 211
215
215
216 220 224
226 232 236
237
241
241 243 R
'247
252 255 257 258 264 265
PART FOUR
DECISIONS AND 1
SOCIOLOGICAL
ISSUES IN CONSUMER BEHAVIOUR
8
11 NEW AND REPEAT BUYING BEHAVIOUR 271
THE ENVIRONMENT, CLASS AND CULTURE INTRODUCTION ENVIRONMENTAL INFLUENCES
THE SOCIAL ENVIRONMENT
CULTURE SUBCULTURES CLASS THE ON-LINE ENVIRONMENT
183
183 185 189
189 197 203 207
INTRODUCTION DECISION-MAKING MODELS PRE-PURCHASE ACTIVITIES FACTORS
AFFECTING THE EXTERNAL
SEARCH FOR INFORMATION MAKING THE CHOICE CATEGORISATION OF
DECISION RULES INVOLVEMENT DIMENSIONS OF INVOLVEMENT
271 272 275
280 284
285 286 290
IMAGE 3
INVOLVEMENT WITH BRANDS 290
INCREASING INVOLVEMENT LEVELS 293 LOYALTY 293
PURCHASING HIGH-TECH CONSUMER DURABLES 294
UNSOUGHT GOODS 295
FURTHER READING 300
REFERENCES 300
12 INNOVATION INTRODUCTION THE PRODUCT LIFE CYCLE ADOPTION OF INNOVATION
CONSUMERS AS INNOVATORS INNOVATIVE PRODUCTS MARKETING APPROACHES TO NEW
PRODUCT LAUNCHES
FURTHER READING REFERENCES
13 POST-PURCHASE
BEHAVIOUR
305 305 307 309 312 316
318 324 324
327
INTRODUCTION 327
QUALITY 329
POST-PURCHASE EVALUATION 330 CONSEQUENCES OF POST-PURCHASE EVALUATION
332
COGNITIVE DISSONANCE 338
CONTENTS
HANDLING DISSONANCE FURTHER READING REFERENCES
15 ORGANISATIONAL
BUYING BEHAVIOUR INTRODUCTION THE DECISION-MAKING UNIT INFLUENCES ON
BUYERS
CLASSIFYING BUSINESS CUSTOMERS BUSINESS AND COMMERCIAL ORGANISATIONS
RESELLER ORGANISATIONS GOVERNMENT ORGANISATIONS INSTITUTIONAL
ORGANISATIONS
BUYERS' TECHNIQUES THE BUYGRID FRAMEWORK VALUE ANALYSIS
EVALUATING SUPPLIER CAPABILITY EVALUATING SUPPLIER PERFORMANCE FURTHER
READING REFERENCES
367 372 373
375
375 377 379
384
384 385 387 389
390 392 393 395
395 399 400
IX
16 CONSUMER BEHAVIOUR
AND THE MARKETING MIX 403
COMPLAINING BEHAVIOUR DISPOSAL FURTHER READING REFERENCES
SERVICES MARKETS
INTRODUCTION SERVICES - PRODUCTS OR NOT? CONSUMER APPROACHES TO
INFORMATION-GATHERING
RISK AND UNCERTAINTY INVOLVEMENT SALES PROMOTION
SERVICE LEVELS
342 344 350 350
355
355 356
359 360 362 364
365
INTRODUCTION SEGMENTATION CONSUMER BEHAVIOUR AND PRODUCTS
PRICE PLACE PROMOTION PEOPLE PROCESS
PHYSICAL EVIDENCE FURTHER READING REFERENCES
GLOSSARY INDEX
403 405
409 410 418 419 427 428 429 434 435
438 445 |
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| author | East, Robert 1940- Wright, Malcolm 1963- Vanhuele, Marc |
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| discipline | Psychologie Wirtschaftswissenschaften Ökotrophologie |
| edition | 2. ed. |
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| indexdate | 2024-07-20T04:57:46Z |
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| isbn | 9781446211236 9781446211229 |
| language | English |
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| spelling | East, Robert 1940- Verfasser (DE-588)135666384 aut Consumer behaviour applications in marketing Robert East, Malcolm Wright and Marc Vanhuele 2. ed. Los Angeles [u.a.] Sage 2013 X, 337 S. Ill., graph. Darst. txt rdacontent n rdamedia nc rdacarrier Hier auch später erschienene, unveränderte Nachdrucke Consumer behavior Werbepsychologie (DE-588)4140889-5 gnd rswk-swf Marketing (DE-588)4037589-4 gnd rswk-swf Verbraucherverhalten (DE-588)4062644-1 gnd rswk-swf (DE-588)4143413-4 Aufsatzsammlung gnd-content Verbraucherverhalten (DE-588)4062644-1 s Marketing (DE-588)4037589-4 s Werbepsychologie (DE-588)4140889-5 s DE-604 Wright, Malcolm 1963- Verfasser (DE-588)1036384829 aut Vanhuele, Marc Verfasser (DE-588)17052566X aut SWB Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=025686618&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | East, Robert 1940- Wright, Malcolm 1963- Vanhuele, Marc Consumer behaviour applications in marketing Consumer behavior Werbepsychologie (DE-588)4140889-5 gnd Marketing (DE-588)4037589-4 gnd Verbraucherverhalten (DE-588)4062644-1 gnd |
| subject_GND | (DE-588)4140889-5 (DE-588)4037589-4 (DE-588)4062644-1 (DE-588)4143413-4 |
| title | Consumer behaviour applications in marketing |
| title_auth | Consumer behaviour applications in marketing |
| title_exact_search | Consumer behaviour applications in marketing |
| title_full | Consumer behaviour applications in marketing Robert East, Malcolm Wright and Marc Vanhuele |
| title_fullStr | Consumer behaviour applications in marketing Robert East, Malcolm Wright and Marc Vanhuele |
| title_full_unstemmed | Consumer behaviour applications in marketing Robert East, Malcolm Wright and Marc Vanhuele |
| title_short | Consumer behaviour |
| title_sort | consumer behaviour applications in marketing |
| title_sub | applications in marketing |
| topic | Consumer behavior Werbepsychologie (DE-588)4140889-5 gnd Marketing (DE-588)4037589-4 gnd Verbraucherverhalten (DE-588)4062644-1 gnd |
| topic_facet | Consumer behavior Werbepsychologie Marketing Verbraucherverhalten Aufsatzsammlung |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=025686618&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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